1. DxxxL project Overview
26 April 2017
DxxxL project Overview
Objective:
Enable big deal funnel qualification based on affordability to meet Top Line and Bottom Line Target 
Minimize workload, improve sales force productivity
Allow fast and informed deal review and approval by management
Benefit for Account Managers:
A unique excel template that collects key info needed for deals with special pricing request (escalations)
Minimum retyping: <20 minutes to submit a deal (get data from Pricing Tools, ABP, xxxMap, Siebel)
Escalation” presentation (PowerPoint) for the deal created with a mouse click.
To be used for the German review and EMEA escalation meeting and contribute to the xxx material
Benefit for Country management:
Common format and repository for deal approval review
LES financial view of deals for next quarters, with baseline and goals, retrieved from xxx
IPG financial view of full deals, based on pricing tools (xxx, xxx, xxx)
“What if we get that deal” simulation the impact on the top line and bottom line.
Dates
User Acceptance Testing
25 Feb -3 March
Business Update Announcement
26-Feb
AM/DM Training
25 March-2 April
Review/ Feedback
Mid April
Operational
April-May-June
Deals
HP Confidential

2. DxxxL Project: Big Deal assessment tool
Client:
Hewlett-Packard Germany
Users: 50 Sales Rep (entering deals), 5 Managers (reviewing deals), 2 superusers (administration)
Architecture:
Sharepoint 2007
Excel 2007/2010, Powerpoint 2007/2010, extensive VBA
Links with Siebel, Essbase and other in-house systems
Project Management included
Specification of project
Development
Testing
Management of change (communication, training, grooming user champions)
Tool Deployment
HP Confidential

3. DxxxL Tool: File Structure
SharePoint
New
SR enters:
Account
Deal description
MPS details
Copy/paste financial
Mapping, SOW
Deal Template
Deal
xxMap
Deal
Deal
Roll-out
Siebel
Description, Strategy, market share
ABP
Financials from pricing tools
Rev, GM…
Accounting Rate
Slide sets
For Escalation meeting
For SOAR submision slide deck
Decision Dashboard
xxx
(Goal, Forecast)

4. DxxxL Decision Dashboard (Country Management)
Next quarters baseline
Key overall deal financials
Simulation
Impacted forecast

5. Deal entry (Account Managers)
Dart/MPS/SPS pricing tools
TCV, GM, System Margin
by HW, Supplies, Services, Solutions
ABP
Account description
Account Strategy
Share of Wallet
Cut & Paste
click
xxmap
TAM/HP History
Account mapping
Deal description, probability
Upsides/business at risk $/GM
MPS specific
Approval list
click
Manual entry
Siebel
Roll-out by Quarter
click
Powerpoint Slides
EMEA Escalation slides
Xxx slides
click